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How to Make the Other Side Play Fair
Bazerman, Max H.; Kahneman, DanielArtículo HBS-R1609F-EIn legal disputes, contested insurance claims, and similarly adversarial negotiations, one party is likely to open with an inflated claim or a lowball offer. And if the other side's position is unreasonable, it may make little sense to be reasonable yourself. But if everyone routinely came to a dispute with a realistic starting position, the offers would be more or less aligned, and any negotiation that followed would most likely be relatively ci...Desde 8,20 €
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Why Good Accountants Do Bad Audits (Spanish version)
Bazerman, Max H.; Loewenstein, George; Moore, Don A.Artículo HBS-R0211GContabilidad y controlOn July 30, President Bush signed into law the Sarbanes-Oxley Act addressing corporate accountability. A response to recent financial scandals, the law tightened federal controls over the accounting industry and imposed tough new criminal penalties for fraud. The president proclaimed, "The era of low standards and false profits is over." If only it were that easy. The authors don't think corruption is the main cause of bad audits. Rather, they cl...Desde 8,20 €
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Investigative Negotiation (Spanish version)
Malhotra, Deepak; Bazerman, Max H.Artículo HBS-R0709DDirección estratégicaThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into selling their own position and too little into understanding the other party's perspective. To get the best deal--or, sometimes, any deal at all--negotiators need to think like dete...Desde 8,20 €